Role Description Versori is looking for an exceptional Head of Sales to build and lead the USA commercial function from the ground up. This is a rare opportunity to join a fast-moving integration platform company at an inflection point, with a proven product, a live commercial base already contracted by the UK team, and an active partnership with one of the most significant tax compliance technology companies in the world. You will be the first senior commercial hire in the USA. You will design the sales playbook, hire and ramp the team, set the commercial standards and be personally accountable for the USA GTM revenue target. You will also be Versori's most senior commercial face in the Avalara partnership, working directly with the Avalara Partnerships and Alliances team to drive both the partner GTM and BD streams. This is a fully remote role, with candidates required to be based in or aligned to the East Coast time zone. Responsibilities - Owning the USA commercial strategy and the direct GTM revenue target for 2026 - Hiring, onboarding and managing the full USA commercial team: 2 Account Executives, 1 Account Manager, 1 Sales Engineer, 1 SDR and 1 Partnerships Lead - Building Versori's USA sales playbook: ICP targeting, messaging, discovery framework, objection handling and deal progression criteria - Setting individual targets for each team member and managing performance against those targets on a weekly basis - Acting as the senior commercial relationship owner for the Avalara partnership, working directly with the Avalara Partnerships and Alliances team - Running the weekly pipeline review, forecasting accurately to the CEO and maintaining CRM hygiene standards across the team - Personally closing strategic deals, particularly in the first two quarters whilst the team is ramping - Collaborating with the UK commercial team to ensure consistent commercial standards across geographies - Feeding market intelligence and customer feedback into the product roadmap through structured quarterly sessions with the product team Qualifications - 10+ years of B2B SaaS sales experience, with at least 3 years in a sales leadership role - Proven track record of building and scaling a SaaS sales team from early stage to significant ARR - Deep experience selling integration, middleware, API platform or workflow automation products to technical and commercial buyers - Strong understanding of the mid-market technology buyer: IT Directors, CTOs and Heads of Engineering at companies with $20M to $500M in revenue - Experience with partnership-led or channel sales motions in addition to direct outbound - Outstanding pipeline discipline, forecast accuracy and CRM rigour - A player-coach mentality: willing to close deals personally whilst building a team around you - Experience working with or alongside a major technology partner programme is a significant advantage - Existing network in retail technology, ERP or supply chain software is highly desirable Benefits - Total Rewards: In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses. - Health & Wellness: Benefits vary by location but generally include private medical, life, and disability insurance. - Inclusive culture and diversity: Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. Company Description We’re defining the relationship between tax and tech. We’ve already built an industry-leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year. Our growth is real - we're a billion dollar business - and we’re not slowing down until we’ve achieved our mission - to be part of every transaction in the world. We’re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. We’ve been different from day one. Join us, and your career will be too. We’re An Equal Opportunity Employer. Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it.

• Work closely with current accounts, seek and capture new customers • Act as a consultant to help customers successfully buy and sell products using the bidadoo platform and suite of services • Collaboratively source new business opportunities for weekly auctions and marketplace • Create and execute an ongoing strategic plan and process to effectively develop and manage your assigned territory driving growth and profitability • Build relationships with key decision makers and influencers • Generate leads for buyers and sellers and fill your area's funnel

Role Description We seek candidates with experience in collision repair and diagnostic calibrations who are able to identify and close business with new customers and upsell into our existing accounts. Successful hires will drive new business through: - Sharing new ideas and perspectives with the customers during the sales interaction - Aligning our customer’s business priorities with Mitchell’s capabilities - Educating our customers on industry trends and best practices - Understanding the customer’s unique decision making process - Influencing decision-makers towards a favorable outcome Position Responsibilities: - Develop and execute a business/territory plan to maximize opportunities to achieve sales targets and key objectives. - Provide regular forecasts for his/her assigned territory. - Negotiate and close new business. - Present a meaningful ROI to the customer by understanding of the customer’s priorities, competitors, industry trends and positioning Mitchell’s solutions and capabilities to them. - Provide consultative services, conduct demonstration test drives and keep customers informed of new releases. - Track the progress and status of your customers on an on-going basis to ensure customer satisfaction and assure that committed schedules are met. Qualifications - Proven results in meeting and exceeding sales targets/quotas sales or ranking in top 10% of sales organization. - Familiarity with collision repair and/or diagnostic collaboration. - Ability to reframe and challenge the way customers view their businesses. - Skill in driving two-way communication. - Comfort level in applying pressure to the customer and preempting stakeholder objectives. - Ability to link the value of product/solution being sold to the customer’s business priorities. - Use of structured process for identifying key decision-makers and their top priorities. - Comfort level in discussing pricing. - Skilled presenter and negotiator. - Proficiency in Microsoft Suite required; preferred experience in SalesForce. - Willing to travel up to 75% of the time. Benefits - Medical, Dental, Vision, Health Savings Accounts / Flexible Spending Accounts - Life and AD&D Insurance - 401(k) - Tuition Reimbursement - An array of resources that encourage a lifetime of healthier living - Compensation ranges from $50,000 - $70,000 annually, based on skills, experience, and education.

Role Description Leads enterprise Sales, Order and Operational Planning strategy and execution. - Leads enterprise-wide SIOP strategy and execution, including increasing data visibility between all Business Units and Operations functions. - Develop and lead a robust SIOP process that balances demand and supply, improves forecast accuracy, and drives operational efficiency. - Collaborate with executive leadership, sales, operations, and finance to align business plans with strategic objectives. - Establish and maintain a regular cadence of SIOP meetings to review performance, identify gaps, and drive resolution. - Enables rapid reporting and visualization of business data as required. - Partners with SVP Contracts and Programs, Chief Operating Officer and Business units General Managers to create innovative data solutions, processes, and strategic feedback loops that serve both Corporate and Business Unit needs. - Promotes a data-driven culture throughout the organization. - Oversee demand planning processes and tools to ensure accurate forecasts based on market trends, historical performance, and sales input. - Translate demand plans into supply requirements across manufacturing and procurement. - Align production capacity and inventory levels to meet customer needs while optimizing cost and lead time. - Define and implement inventory strategies that reduce working capital while ensuring product availability. - Lead change management efforts related to planning systems, tools, and best practices. - Define KPIs to track forecast accuracy, inventory turns, service levels, and SIOP effectiveness. - Provide executive-level reporting and insights to support decision-making. - Continuously improve processes through analysis, feedback, and technology integration. - Other duties as assigned. Qualifications - To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. - Plans, conducts, and supervises assignments in collaboration with ALIGN Corporate and Business Units. - Evaluates and determines changes in methods or procedures in assigned area of responsibility and champions process improvement. - Enables and ensures compliance to company policies and procedures. - Bachelor’s degree; five to ten years related leadership experience; or equivalent combination of education and experience. Requirements - Strong data analytics skillset and ability to translate data concisely into actionable insights. - Deep understanding of integrated business planning, demand forecasting, and inventory optimization. - Proven ability to lead cross-functional teams and influence at the executive level. - Strong analytical skills with experience in data modeling, forecasting tools, and ERP systems. - Excellent communication and facilitation skills with a collaborative leadership style. - Strong understanding or willingness to learn about manufacturing processes, estimating methodologies, and business pipeline management. - Proficient in Microsoft Excel and PowerPoint. - Strong written and verbal communication skills. - Excellent organizational skills and attention to detail, with ability to manage multiple projects simultaneously. - Ability to effectively present information to top management, customers, and/or boards of directors. - Ability to thrive in a changing, fast-paced, growing, and dynamic business. Benefits - Extended screentime. - Long periods of sitting. - Potentially long hours. - Location is flexible. Travel (estimated 20%) may be required to support business unit and customer needs.